SaaStr

NOVEMBER 28, 2022

was pretty simplified, mostly made up of annual or monthly subscriptions. From 2010 until 2015, the SaaS world was becoming more complex with the introduction of static bundles and recurring revenue as an addition to the annual/monthly subscription model. Hire ahead of the curve. Hire for where you want to be.

Scale 213

Scale Finance Sales Hiring Scaling 213

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 98

Payment Features Subscription SaaS Payments Payment Services 98

SaaStr

JUNE 28, 2021

This usually doesn’t happen in the very early days, when you just have a few employees and almost no real marketing or sales expense. It’s just, to invest in sales and marketing now, and make those extra hires, the burn rate is growing even faster at 12% a month after $100k MRR. This sounds about right.

Sales Hiring 323

Sales Hiring Scale Payment Features Finance 323

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 244

Scale Sales Hiring Scaling Revenue 244

SaaStr

MAY 22, 2022

The #1 Mistake I See Founders Make When They Hire Their First VP of Sales. SaaStr 552: 5 Lessons on Building Your Sales Organization for Scale with Than Hancock, EVP of Sales @ Podium and Carlie Adams, Head of West Coast Sales @ Podium. Cloud Stocks May Be Down. But the Cloud Remains on Fire. That Matters More.

Scale 268

Scale Sales Hiring Payment Features Marketing 268

SaaStr

SEPTEMBER 19, 2023

This is where traditional SaaS methods like subscription pricing only, driving growth through headcount only, or a pure sales GTM strategy only live. PLG is about investing in product and data instead of sales and marketing. Another huge cost of goods or sales is Cloud spend. You don’t want to be there.

Business Model 267

Business Model SaaS Payments Payments Headcount 267

SaaStr

MAY 23, 2022

Let go of your bottom 20% of sales reps, concentrate leads in the best reps. This always gives you both a top-line boost (the top reps close more per lead), and gives you room to hire more reps at the same budget (to replace the 20%). They hire mediocre folks on their team. But you can’t cut your way to growth. More here.

Sales Hiring 297

Sales Hiring Management Airlines Venture Capital 297

SaaStr

MAY 15, 2022

A 4 Point Test To Know If You Are Ready to Hire BigCo Folks. SaaStr 552: 5 Lessons on Building Your Sales Organization for Scale with Than Hancock, EVP of Sales @ Podium and Carlie Adams, Head of West Coast Sales @ Podium. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie.

Scale 229

Scale Sales Hiring Payment Features Marketing 229

OpenView Labs

OCTOBER 11, 2019

At Hired, we started out with a transactional model that was—at the time—a super disruptive approach and one of our key differentiators. After a few years, however, we realized that a subscription model would deliver more value for us and for our users. I’ve had roles in almost every function from sales to product to customer success.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 52

Payment Features Subscription SaaS Payments Payment Services 52

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 52

Payment Features Subscription SaaS Payments Payment Services 52

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. For both of you, subscription is a smaller-to-no piece of the story. It’s a transaction business.

Payments 109

Payments Forecasting Payment Services Payment Solutions 109

SaaStr

DECEMBER 7, 2020

Atlassian and AWS, two of the greats, may hold a clue: Atlassian and AWS Say: “Maybe Worry a Little Bit” 4. “A Framework For Your First SaaS Sales Comp Plan” A SaaStr Classic, still going strong in 2020. A Framework For Your First SaaS Sales Comp Plan. What Makes a Great VP of Sales and How to Hire One.

Venture Capital 330

Venture Capital Sales Hiring AWS Cloud 330

SaaStr

APRIL 27, 2023

Organizations using Bob are able to accelerate hiring, retain the best talent, and elevate employee engagement. QuotaPath is the most adaptable compensation solution to bring Sales, RevOps, and Finance all on the same page. Spendflo offers the best buying, negotiation, renewal & tracking service for your SaaS subscriptions.

Cloud 225

Cloud Scale Startup Sales Hiring 225

SaaStr

FEBRUARY 16, 2019

Both of which require … invoicing. The invoice is sent out, and … the start-ups just … wait. And let me tell you, 50%+ of the time, those invoices don’t just pay themselves. What I see these days more and more is start-ups not paying attention to accounts receivable, invoicing, etc.

Sales Hiring 225

Sales Hiring Payment Features SaaS Payments Payment Solutions 225

SaaStr

OCTOBER 5, 2022

Combining product-led growth (PLG) with enterprise sales is a multiplier effect. When engineered right, combining PLG motions with enterprise sales accelerates growth by engaging with different customers in precisely the way they want. Most companies, however, think they must choose between product-led and enterprise sales.

VP of Engineering 211

VP of Engineering Scale Scaling Sales Hiring 211

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale VP of Engineering 255

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters. Before the hiring process, take some time to decide on your current needs and hire as your company grows.

Sales Hiring 90

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 90

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 178

Merchant Services Scale Technical Review Sales Hiring 178

SaaStr

FEBRUARY 2, 2022

And yet since it often takes a few years to get there, decay also sets in: Often, only some of the sales reps can really sell. You don’t really hire the great VPs, and so leads stall. If you feel like you are behind hiring those key VPs, you are. The competition takes notice, and starts entering your space. Decay sets in.

Scale 231

Scale Sales Hiring B2C AI 231

ChurnZero

JANUARY 18, 2024

The role of the chief customer officer has become an essential function in subscription-based business models such as software-as-a-service (SaaS), where customer retention is paramount and requires executive-level leadership. SaaS businesses, meanwhile, benefit from predictable streams of recurring revenue.

Development Team Review 52

Development Team Review Technical Review Software Review Sales Hiring 52

Chart Mogul

JULY 28, 2023

Four experts from the SaaS world sit down to discuss sales tech stacks, evolving your sales team, and some common mistakes organizations make building sales teams and purchasing software. ChartMogul’s very own VP of Sales, Sara Archer heads the panel discussion.

Scale 52

Scale Sales Hiring Scaling Sales 52

Clouded Judgement

JULY 21, 2023

They’re often rapidly hiring engineers (to build more features) and sales reps (to sell the product) in attempts to capture the majority of a market against their competition (both other startups and incumbents). Not hiring sales reps and letting competitors take market share? So FCF takes another hit.

Cloud 130

Cloud Software Sales Hiring Scale 130

SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Finding the right VP of Sales can be an especially hard task.

Scale 264

Scale Sales Hiring Scaling B2B 264

Chart Mogul

MAY 15, 2020

Jonathan was also looking for a way to implement an analytics suite of tools that would allow SevenFifty to combine product engagement information they were already collecting in their customer relationship management (CRM) system with revenue data/subscription metrics living in ChartMogul. Improving the Suppliers plan.

Payment Features 52

Payment Features Payments Engagement Subscription 52

Chart Mogul

MAY 15, 2020

Jonathan was also looking for a way to implement an analytics suite of tools that would allow SevenFifty to combine product engagement information they were already collecting in their customer relationship management (CRM) system with revenue data/subscription metrics living in ChartMogul. Improving the Suppliers plan.

Payment Features 52

Payment Features Payments Engagement Subscription 52

SaaStr

JULY 30, 2023

MarTech stack and budget (always be on the lookout for cutting-edge platforms) A growth mindset Scalable, Low CAC Growth Strategies “One example that works well for sales-led SaaS businesses is outbound,” says Cabane. So when do you hire a growth team at an early-stage startup? And no, not your mother’s outbound.” Map it all out.

Scale 217

Scale Sales Hiring AI Banking 217

FastSpring

AUGUST 2, 2023

When TestDome was created, CEO and co-founder Mario Zivic knew the pre-employment testing software company wouldn’t be able to rely on domestic sales to succeed. “As We do less than 1% of our business in Croatia, so it’s not really a big market for us,” added TestDome’s head of customer success and sales Igor Novosel.

Payment Solutions 137

Payment Solutions Payment Methods Merchant Services AI Search 137

Clouded Judgement

MARCH 31, 2023

They have massive distribution (installed customers + sales teams), and margin to play around with. Companies could end up hiring less SDRs but booking more sales demos. Or hire less engineers but write more code with tools like GitHub Copilot. Or hire less data engineers but write more SQL queries.

Cloud 130

Cloud Sales Hiring AI Headcount 130

SaaStr

JANUARY 5, 2022

There’s no denying that renewals are the most important motion in SaaS and subscription. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. Maximize and optimize for Account Executive productivity. That work is never done. Key takeaways.

Scale 279

Scale Scaling Sales Hiring Software Review 279

Kellblog

JULY 8, 2020

” Mark’s been a startup CEO twice, selling two companies in strategic acquisitions, and he’s run worldwide sales and channels a few times. Thinking that your first VP of Sales will take you from $0 to $100M. Startups should hire the right person for the next 18-24 months; anything beyond that is a bonus. (DK:

Sales Hiring 139

Sales Hiring Startup Software Review Enterprise 139

Baremetrics

MAY 13, 2021

Rather than manually creating a cash flow model or sales model, you might choose to use a cash flow modelling software to reduce the amount of effort involved in these predictions. Instead, it relies on accounting data when it comes to SaaS businesses. Pulse Pulse is one of the most robust web app options for revenue forecasting.

Payment Services 78

Payment Services Payment Solutions Payment Methods Payments 78

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org.

Scale 228

Scale Sales Hiring Underperforming Technical Team Sales 228

Clouded Judgement

APRIL 11, 2024

Sales Efficiency: Gross Margin Adjusted CAC Payback Demonstrating the ability to efficiently acquire customers is the fifth aspect of a successful quarter. In theory, any growth rate is possible with an unlimited budget to hire AEs. To calculate implied ARR I take the subscription revenue in a quarter and multiply it by 4.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. Felix : And then kind of as we raised our series B round where we said, okay, let’s try to build a really good and successful company, that’s when we shifted to a hundred percent subscription.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Government 183

FastSpring

MARCH 14, 2023

It takes an enormous amount of time, money, and headcount for SaaS companies to handle VAT, GST, and sales tax (and any other form of indirect tax) in-house. Keep in mind: Not all tax consultants will offer this service, so you may also need to hire an accountant.) Remit indirect tax at the appropriate time.

Payment Solutions 82

Payment Solutions Merchant Services SaaS Payments Payment Methods 82